1. New Advisor Training Program
Familiarization and Introduction to Beacon Wealth Consultants, Inc Products, Systems and Process

2. Training Schedule Friday, October 27 8:00 Continental Breakfast
8:30 Platforms and Systems – Kim & Todd
9:30 Paperwork Generation and Flow – Kim & Todd
10:30 Client Services Overview - Nancy
11:00 Time Management – Todd
12:00 Lunch
Thursday, October 26 8:00 Continental Breakfast 8:30 Company Overview - Todd 9:00 Compliance - Todd 10:00 Product Review & Lightpoint Portfolio Overview – Rick & Kim 10:30 Account Types and Fee Schedules - Kim 11:30 Lunch 1:00 Sales Process – Rick & Cassie 2:30 Marketing – Rick & Cassie

3. Beacon Wealth Consultants, Inc.
Started in 1997 in Florida
Moved to Roanoke, Virginia early 2000s
Leader in the BRI Movement
Offices
Roanoke, VA
Florida
New Jersey
Ohio
Indiana
Smith Mountain Lake, VA
Pennsylvania
Salem, VA
Growing Company in 2017
2 new advisors
2 new full time staff
1 intern
AUM growth of <$20M additional in 2017 on +$10M Net New Assets

4. To ignite a movement of Biblically Responsible Investing.
Our Vision
To ignite a movement of Biblically Responsible Investing.

5. Our Mission
Our Mission is to inspire, equip & guide our clients in becoming Faithful Stewards of the resources of time, talent & treasure entrusted to their care.

6. Our Core Values
LOVE – Operating from a position of love. This includes sharing the truth (forthrightness) and holding each other accountable.
Excellence in Execution – Doing the right things right the first time – measuring twice, cutting once. While speed and agility are very important, accuracy wins the day.
Alignment - Living and working in alignment with our Christian faith, demonstrating fidelity to biblical marriage, honoring family, living soberly and caring for our people above profits.
Grit – Utilizing dynamic collaboration, resourcefulness (turning over every stone) and tenacity to get the job done.
Growth – Striving for and rewarding continuous improvement through learning, leadership development, initiative and innovation. Constantly sharpening the saw. If we are not growing, we are dying!

7. Beacon Wealth Advisor Training New Advisor Onboarding Compliance

8. State Filing
Beacon is Registered in FL, IN, NJ, OH, PA, TX, VA, WV (Pending).
Will re-register with SEC for 2018
Notify me when you are considering adding a client from a different state.
Most states allow you to have a certain number of clients without registering (normally five) if there is no Beacon office there.
If other advisers have clients there the firm may need to register there and/ or we may not be willing to register there depending on the situation.

9. ADV Delivery
Advisor delivers ADV before or at the time the paperwork is signed.
Annual Delivery from home office.

10. ADV and performance reports are delivered according to client delivery preference set forth in Advisory Agreement.

11. Beacon Wealth Advisor Training
Paperwork

12. Advisory Agreement
BWC Maintains a written investment advisory agreement for each client. Each advisory agreement must have the account listed on the front page.
If multiple accounts are being opened at the same time you can use a single agreement.
If you are adding additional accounts later, you will need a new agreement, but list other accounts on new agreement
Client approval to send electronic documents is within Advisory Agreement
Client paperwork may not be submitted to Custodian until advisory agreement & fee schedule are signed

13. BWC Envestnet Suitability Policy
To establish risk tolerance and select a portfolio for a new account at Envestnet submit a client signed Goal Modification & Statement of Investment Selection.
To update an existing clients portfolio at Envestnet, submit a client signed Statement of Investment Selection.
Small Account Suitability may be established on BWC Risk Tolerance Questionnaire or you may use existing SOIS from another account if all clients have signed.

14. Envestnet Paperwork
The Statement of Investment Selection is designed to use for a household of accounts, so families in harmony can set up all of their accounts on a single form.
Note that you will want to label the proposal The Laymon Family proposal since it applies to multiple accounts.

15. When the couples risk tolerance differs, or when a single client needs more than one risk tolerance across their accounts, you will create two (or more) Statement of Investment Selections.

16. See LightPoint Grid Handout

17. Small Accounts Transaction Based Pricing
Used for clients with larger accounts
Not to be used as a stand alone
Adviser must scrutinize suitability for transaction based pricing.
Fine line between keeping costs down and managing account.
$25/ trade for Most Mutual Funds
Some mutual funds are “No Transaction Fee”
$8.95 equity trades which we should not have
FLAT 1.5% Fee +
Transaction Cost

18. Advertising / Correspondences

19. All Outgoing securities related written correspondences to be sent on company letterhead. Submit for review.

20. All Incoming Correspondences Outgoing Correspondences dealing with:
CORRESPONDENCES TO SAVE IN DOCUPACE FOR COMLPIANCE REVIEW:
All Incoming Correspondences
Outgoing Correspondences dealing with:
Change in Risk Tolerance
Change in address
Complaint
Recommendations
Movement of money or securities
Trading
Exception: 401(k) advisory should be saved in client file
Save in your Docupace_Operations_ Correspondences Outgoing Incoming file and mark ready for Principal approval.

21. Pre approval vs. Post approval?
Advertising & Retail Correspondence
Correspondence
Promotional material delivered to more than
One person where the firm has little or no
control over the type of individuals
being exposed to the material. Or
Retail Correspondence to 10 or more people
Distributed to fewer than 10 prospective clients
or a single existing client over a 30 day period

22. Pre approval vs. Post approval?
Advertising & Group Correspondence
Correspondence
Correspondence to more than 10 people
Radio, TV, Publication
Seminar, Webinar, Public Speaking
Website, Social media static content,
Newsletter, Blogs.
Most s
Most individual letters to clients
& prospects
All letters from clients

23. Beacon Wealth Advisor Training Docupace- Cloud Based Document Storage

24. Operations Filing Cabinet
File Cabinet:
Operations Filing Cabinet
Client Filing Cabinet
Complaint
Jane Doe
John Doe
Folder:
Advertising
Code of Ethics
Subfolder (Account):
Document:
COE form
Advertising
Roth
IRA
IRA
Roth
Complaint Record
Document:
Adv Agr
App
Adv Agr.
App
SOIS/RT ?’r
SOIS/ RT ?’r

25. Retrieving Client Documents

26. Enter Date, Client Document Type, Form name, mark “Ready for Principal Review” and upload.

27. Beacon Wealth Advisor Training Advisor Compliance Submissions

28. Adviser Compliance Submissions
Immediately Upon Receipt
Report Complaints immediately to Rick or Todd
Upload new business into Docupace and Index “Ready for Principal Approval”
Create Client Folder if New Client
Upload checks to client account file and index “Ready for Principal Approval”
Upload Client Security related correspondences to Correspondences Incoming/Outgoing folder within Docupace Operations File Cabinet
Before First Use
Advertising: Advertising Review Form should be uploaded to Docupace-Operations- Advertising file along with advertisement and any supporting documents.

29. Adviser Compliance Submissions
Quarterly
Statements from Adviser’s personal brokerage accounts
Code of Ethics C (Quarterly Transaction Report)
BWC Blotter
Annually
Read Written Supervisory Procedures and complete Code of Ethics forms A through D.
Pre-Branch Audit Questionnaire/ Annual Compliance Questionnaire
Branch Office Audit
Firm Element Compliance Training
E & O Insurance Update
CE Training (as directed)

30. Beacon Wealth Advisor Training
Address Updates

31. Client Address Updates
Only client can update their address with Schwab.
Client signed address update form
Have client login if they have an online account or call client service number at Schwab to update their address
If Joint Account, both must update it.
Address must also be updated in Redtail and Tamarac

32. Envestnet
Client Schwab Account
Trading Authorization
Beacon Wealth

33. Address Restriction & Trading Issues
Envestnet Trades
Schwab Account

34. Beacon Wealth Advisor Training
Fiduciary Duty

35. Fiduciary Issues Accounts must be invested promptly
NOTE: Accounts must be set up before funding, especially with UMA
Contact Home Office if questions or concerns arise
Accounts must be billed properly and consistently
You must do what you say you are going to do (regarding any extra promised services).
Including carve-outs, excluded assets, non billed cash

36. COMPLIANCE WARNING
Unsupervised Securities require client signature on a BWC agreement stating the clients responsibility to manage the security.
Client will not be charged advisory fees on the management of the security.
Agreement must be submitted before account is funded.
You must notify Home Office, so we can make adjustments to the account and performance reporting.
Client special requests are a chance to serve clients well and exceed their expectations.
They are also a real and present source for liability and potential for complaints and fines. If you as an adviser say you are going to do something, you are legally responsible to do it.
If you choose to allow a client to hold assets as unsupervised security they will need to sign an agreement saying that they are responsible for keeping track of the security and must notify us of any special events, spin offs, reorganizations.
We had two client carve outs this past year that had problems. One went through a reorganization and automatically was sold as part of that reorganization. A second unsupervised security created a spinoff that was produced and subsequently sold automatically by our platform. One of these resulted in the adviser reimbursing the client for losses and we lost them as a large client.
Even if they sign this agreement stating their role in managing this asset, the client can still bring accusations against us as a firm as you as an adviser.

37. Client checks with new business
Client checks for deposit to client accounts must be electronically deposited or mailed directly to Schwab with a complete description of the account name, account number if existing, master account number and complete contact information for questions. Always follow up on mailed checks.
This is a little scary that we are forced to separate the checks from the account number but we don’t want to take custody of the funds by holding them too long and as a fiduciary we need to quickly invest their funds once received.

38. Proxies We DO NOT vote proxies
Suggestions to minimize security contact to client
Have client enroll in paperless document delivery at Schwab (Except for tax statements and statements).
Have client sign Schwab Release of Information Form

39. Beacon Wealth Advisor Training
Cybersecurity

40. Mobile Devices 1. Password Protect
3. Install Antivirus (Android and Windows phones)
2. Encrypt
4. Install Remote Wipe or Locate App

41. Password Minimum Standards: At least 8 characters long
Weak Password
Password Minimum Standards:
At least 8 characters long
Combination of at least three of the following: upper and lowercase letters, punctuation, symbols, and numerals
Avoid sequences or repeated characters
Avoid using your name, birthdate, address or the name of a close family member
Update your passwords often
Use different passwords for different systems
Remember if you use Lastpass or Roboform that having a weak password for those systems defeats their purpose.

42. “Personal Information” Definition: First name and last name or first initial and last name in combination with any one or more of the following data elements that relate to the customer: (a) Social Security number; (b) driver's license number or state-issued identification card number; (c) account number or credit card number, with or without access code, security code, personal identification number or password; (d) address; (e) suitability or other account information.
Documents containing personal information must be transmitted securely via:
Encrypted
Uploaded to Client Portal
Sfax (Secure online Faxing)
Mail

43. Email Security Tips Do not open suspicious emails or attachments
Do not click on links within an
Confirm with sender before opening an attachment or clicking on a link
If you must send an with sensitive information, send it encrypted.

44. Beacon Wealth Advisor Training
Social Media

45. Social Media Policies
Client testimonials (where client recommends your services or attests to your good work) are prohibited. If you receive one unsolicited, hide it immediately. If this person continues to add testimonials, let them know of our regulatory compliance constraints in this area.
You must have your Linked in Endorsements turned “OFF” as these are considered client testimonials

46. Social Media Policies
Most regulators consider a blanket request for Facebook “Likes” to be asking for a testimonial
Consider how every post could be misinterpreted by regulators.

47. Social Media Policies
Do not use Facebook messaging for securities related correspondences. Unsolicited securities related inquiries received through Facebook messaging should be referred to phone or contact.

48. Social Media Update
All Blogs, articles, podcasts, securities related posts must be pre approved.
adding sales comments to an independent post changes it into sales material and must be preapproved.
Identifying specific securities we hold in our portfolios may be considered a blanket recommendation and must be avoided.

49. Beacon Wealth Advisor Training
Complaints

50. COMPLAINT: [kuh m-pleynt] Statement of a customer or any person acting on behalf of a customer alleging a grievance involving the activities of those persons under the control of the member in connection with the solicitation or execution of any transaction or the disposition of securities or funds of that customer.
(Sales activities, Investment process, Withdrawal, Account closure, etc.)

51. Complaint Procedures
Call Rick or VP of Operations Immediately.
Submit Complaint summary report to VP of Operations
Home Office will contact the client for more information.
VP of Operations will write an initial response to the client telling them that the matter is being investigated.
Home Office will investigate the complaint by reviewing Redtail notes, account activity, Risk tolerance, new account paperwork, the advisor complaint report.
Rick, VP of Operations & Advisor meet to discuss findings and plan response
An investigation resolution letter will be mailed to the client

52. Beacon Wealth Advisor Training
Closed Accounts

53. Closing Accounts Start Closed account workflow in Redtail.
When you talk with departing client find out if they need the account liquidated. (We need to know this before we unenroll the account).
Contact Kim to liquidate the account if necessary
Add note to Redtail including reason client is leaving.
Client will be reimbursed for the portion of unused advisory fees for the their last quarter.

54. Beacon Wealth Advisor Training Outside Business Activities

55. OBA Policy Prohibited No Commission Based Sales Transactions
Member of Investment Club
Mortgage origination activities
Private equity/Reg D activities
No Commission Based Sales Transactions
Insurance and Investment Limits
No more than 30% of client investable assets
Pre-approval by BWC
Pre-approval for assets invested through BWC
Appropriate Financial records
1. OBA are not authorized if they create an actual or perceived conflict of interest with the services offered by BWC.
2. Outside Business Activities may not interfere with the advisor’s regulatory and fiduciary duties to their clients.

56. Step 1: Beginning of each year

57. 2. Submit before submitting application.

58. Product Review
Lightpoint Portfolios (UMA / MF) Jefferson National Jackson National Retainer Service Small Accounts 401K Advisory Lightpoint Kingdom (K)

59. Account Types and Fee Schedules
UMA Accounts
Advisor Traded Accounts
Small Accounts
Lightpoint Grid
Fee Schedules

60. The Sales Process
Five Steps
Prospect
Nurture
Qualify
Present
Close

61. Beacon Wealth Sales Process Funnel
Step 1:
Prospect
Step 2: Nurture
Step 3: Qualify
Step 4:
Present
Step 5:
Close
True Wealth Financial Plan Unveiling and/or LightPoint Proposal
Signing Ceremony: Advisory Agreement, New Account opening and ACAT paperwork
The Vision Clarifier
Discovery Meeting
Gain Initial Commitment
Add to Top 20 Club or Farm Team
Send Note/Card/ Book
Coffee or Lunch Invitation
Connect on Social Media
Lead Generation, Networking Intros, REFERRALS
Add to Suspect List, Redtail & CC
Drip

62. Marketing

63. Training Schedule Friday, October 27 8:00 Continental Breakfast
8:30 Platforms and Systems – Kim & Todd
9:30 Paperwork Generation and Flow – Kim & Todd
10:30 Client Services Overview - Nancy
11:00 Time Management – Todd
12:00 Lunch
Thursday, October 26 8:00 Continental Breakfast 8:30 Company Overview - Todd 9:00 Compliance - Todd 10:00 Lightpoint Portfolio Overview & Product Review – Rick & Kim 10:30 Account Types and Fee Schedules - Kim 11:30 Lunch 1:00 Sales Process – Rick & Cassie 2:30 Marketing – Rick & Cassie

64. See You Tomorrow

65. New Advisor Training Program Day 2
Familiarization and Introduction to Beacon Wealth Consultants, Inc Products, Systems and Process

66. Training Schedule Friday, October 27 8:00 Continental Breakfast
8:30 Platforms and Systems – Kim & Todd
9:30 Paperwork Generation and Flow – Kim & Todd
10:30 Client Services Overview - Nancy
11:00 Time Management – Todd
12:00 Lunch
Thursday, October 26 8:00 Continental Breakfast 8:30 Company Overview - Todd 9:00 Compliance - Todd 10:00 Lightpoint Portfolio Overview & Product Review – Rick & Kim 10:30 Account Types and Fee Schedules - Kim 11:30 Lunch 1:00 Sales Process – Rick & Cassie 2:30 Marketing – Rick & Cassie

67. Beacon Wealth Systems Schwab Envestnet Tamarac
Docupace / Starting Point
Money Guide Pro
Smarsh
Redtail
Sfax
Ensogo / BRI Institute Screening

68. Information Workflow Prospect Client Redtail Closing Docupace Docupace
Data
Update
Integration
Closing
Docupace
Paperwork
UPLOAD
Docupace
Envestnet

69. Paperwork Generation Proposal Generation Account Updates
Primary Components
Envestnet Checklist
SIS
AML
Schwab Forms
Additional Components that may be needed
Special Beneficiary Paperwork
Company Retirement / Pension Plans
Etc.
Envestnet Process
Money In Motion Tracking
Account Updates
Contact Information
Change in Risk Tolerance
Beneficiary Changes
Account Maintenance
Service Requests
Withdrawals and Deposits
Quarterly / Annual Reports

70. Paperwork Flow Client Phase Submission Tracking E-Signatures
Review and Signatures
Checks
Roll Overs
BWC Business Processing checklist
Submission
Envestnet
Docupace
Redtail
Tracking
Money In Motion
Blotters

71. Items to send to ASTBlue@envestnet.com (cc Kim)
1. Do not buy restrictions (in addition to our BRI overlay)
You can check to confirm this is complete by going into the account under controls tab and look under Account security restrictions.

72. 2. Protected Cash – This can be added within the account model tab by clicking on the pencil icon. You can also ask (cc wade) to add it. >10k exclude from billing.

73. 2. Unsupervised Holdings – Notify astblue@envestnet
2. Unsupervised Holdings – Notify (cc Kim) to add it as unsupervised security and exclude from billing.
Confirm it has been added by looking under the unsupervised tab within the account.
You will want to follow up on all of these.

74. Client Services New Clients Client Nurturing Welcome Kit
Portal Access and Password Resets
45-Day Review Meeting
New Client Survey
New Client Gift
Social Media and s / Constant Contact
Client Nurturing
Periodic Review Meetings
Anniversaries and Birthdays
Client Events
Problem Resolution

75. Time Management The “Standard” Week Redtail The Buffer Day Booster
Fine Tune Your Focus Days
Redtail
Calendar
Integrations
Notes
Activities
Workflows

76. Buffer Days

77. Buffer Days

78. Focus Days

79. Focus Days

81. Questions?